Flipping The Script to Successfully Sell Technology-as-a-Service

Jun 16, 2022 3:27:28 PM by: Paul Metzheiser

Technology-as-a-service. It seems to be everywhere as of late. The market is demanding it more than ever and integrators are discovering its importance in leveraging it to build sustainable and predictable recurring monthly revenue (RMR) for business. Read More

Video | Is Technology-as-a-Service The Same As A Lease?

Jun 7, 2022 4:19:00 PM by: Paul Metzheiser

The short answer is NO! Technology-as-a-service, hardware-as-a-service, device-as-a-service, and any other related as-a-service solutions are not the same as a lease.  Read More

Video: Selling As-A-Service, The Time To Make The Shift Is Now

Mar 10, 2022 3:55:45 PM by: Paul Metzheiser

Read More

Debunking The Biggest Misconceptions of MRR for Technology Integrators

Dec 15, 2021 4:41:55 PM by: Paul Metzheiser

I've been on the procurement side of the technology industry for over 25 years, singing the praises of recurring revenue, trying to help integrators attain it. While many understand the concept of monthly recurring revenue (MRR) and believe in its value, most end up expressing hesitation about even attempting to make a recurring revenue sale, like a technology-as-a-service solution sale. Read More

VIDEO: Why Technology As-A-Service is Better Than Cash/Capital Expenditures for Everyone

Mar 2, 2021 4:32:38 PM by: Paul Metzheiser

  When analyzing the right payment option to pay for an organization's technology solution there is more to consider than the lump sum price nowadays. Integrators are becoming more concerned with things like building recurring revenue, contractual customer loyalty, profitability, and customer lifetime value. Customers are more interested in the use of their technology opposed to the need for ... Read More

3 Reasons Customers Should Never Pay Cash for AV Technology Solutions

Jan 4, 2021 3:16:00 PM by: Paul Metzheiser

Businesses and organizations should never use capital expense (CAPEX) funds to pay for their audio visual solution equipment like displays, cameras, speakers, mics, control panels, and related components, even if they have the cash to do so. Period. It may seem like a bold statement since customers have been exchanging cash for AV systems since the infancy of the industry. The truth is, when you ... Read More

3 Reasons You Should Never Use CAPEX Funds to Buy Security Equipment

Sep 7, 2020 10:11:00 AM by: Paul Metzheiser

Businesses and organizations should never use capital expense (CAPEX) funds to pay for their security solution equipment like cameras, DVRs/NVRs, VMS, monitors, and related components, even if they have the cash to do so. Period. It may seem like a bold statement since customers have been exchanging cash for security systems since the infancy of the industry. The truth is, when you unpack the ... Read More

How to Pivot to a Service Model to Sell AV as a Service and Build RMR

Apr 15, 2020 3:26:48 PM by: Paul Metzheiser

Making the switch to service revenue is something many integrators know they need to invest into, but seem to be having a tough time with getting it off the ground. A lot of the struggles just have to do with old habits being hard to break. The as-a-service approach is much different than the traditional one-and-done type of selling. That is why in order to make the shift successfully you have to ... Read More

How to Pivot to a Service Model to Sell Security as a Service and Build RMR

Mar 2, 2020 3:34:00 PM by: Paul Metzheiser

Making the switch to service revenue is something many integrators know they need to invest into, but seem to be having a tough time with getting it off the ground. A lot of the struggles just have to do with old habits being hard to break. The as-a-service approach is much different than the traditional one-and-done type of selling. That is why in order to make the shift successfully you have to ... Read More

RIP Total Cost of Ownership

Feb 3, 2020 9:15:00 AM by: Paul Metzheiser

TCO has been on life support the last decade, kept alive by a few manufacturers and analysts in the technology sector. But, once cloud technology became relevant and reliable, rumor has it that ROI broke the news to TCO that there is no ownership in the cloud. This caused TCO to spiral and pull its own plug. For the sake of not being too morbid, TCO believes in reincarnation and if you continue ... Read More

Subscribe to Email Updates

Recent Posts